Pricing & Monetisation Strategy Lead

Trustpilot

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust! As the Director of Pricing Strategy, you will hold a key role in designing and executing Trustpilot’s monetisation strategy globally, which underpins the company’s growth. Reporting into the Senior Director of Pricing & Monetisation, your main goal will be the optimization and maintenance of our packaging offering, to ensure that our lineup of products offers the right value to our customers, in alignment with our proposition for our different customer segments and markets.  As we launch new product features, you will work closely with our Product and Product Marketing teams to decide how to best package them in our plans to optimize upgrade rates and revenue generation from new innovations. In addition to this, a key part of the role will  In addition to this, a key part of the role will be future-proofing our monetisation strategy by diversifying our revenue streams. SaaS is constantly evolving and pricing strategies are evolving with it. You will research, design and pilot new monetisation models different and / or additive to the more traditional SaaS subscription model to explore opportunities for innovation that better align the value created for customers to how we price our products and monetise our platform.  An entrepreneurial and curious attitude will be fundamental to being successful in this role, as you will often need to deep dive into different topics and collect different perspectives to scope out potential opportunities. Whilst focusing on long-term strategy development will be critical, the successful candidate will also have a ‘get it done’ attitude with a willingness to go above and beyond to deliver results, keeping different senior stakeholders accountable. This role is cross-functional in nature. You’ll conceptualize, size, and work through initiatives end to end, partnering with teams such as Product, Data Science, Marketing, Product Marketing, Legal, and Finance.    What you'll be doing: * Lead in developing and optimizing our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market.  * Collaborate with Product and Product Marketing to define which new features to develop, and take the lead on deciding how to best package them (e.g. bundling, add-on, tiering, etc.) * Use a combination of your commercial judgment, analytical skills, competitor research, and feedback from our customers and Commercial team to ideate new pricing & monetization models for Trustpilot, to increase our NRR.  * Support the Senior Director for Pricing & Monetization in the yearly annual process for budget setting and company goals.  * Explore net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end-to-end project delivery.  * Constantly monitor market trends, key industry events, established SaaS players, and influencers to bring in an ‘outside-in’ perspective to the business to inform internal efforts.  * Constantly collaborate with your Pricing & Monetisation colleagues to make sure our plans are priced competitively and in accordance with the value we provide to customers.   Who you are:  * Proven track record of delivering commercial initiatives, with high visibility within the company, clear ownership and accountability, and proven impact on the business financials. * Experience in highly matrixed companies, ideally in pricing, monetization, or strategy & operations roles, with proven ability to deliver autonomously in fast-paced environments.  * Familiarity with different pricing and subscription models across SaaS and B2B markets, with a deep understanding of how SaaS metrics work and are correlated (NRR, churn, rule of 40, etc.) * Comprehensive stakeholder management skills including the ability to influence senior leaders in your day-to-day interactions. * High levels of curiosity, entrepreneurial mindset, and ability to cope with ambiguity to explore new opportunities, and ‘get it done’ attitude to constantly pursue these opportunities, even in situations where you will need to convince everyone else of why your idea is worth pursuing. * Strong analytical skills and commercial acumen: comfortable creating compelling business cases.   What’s in it for you: * A range of flexible working options to dedicate time to what matters to you * Competitive compensation package + bonus * 25 days holiday per year, increasing to 28 days after 2 years of employment  * Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community * Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist * Pension and life insurance * Health cash plan, online GP, 24/7, Employee Assistance Plan * Full access to Headspace, a popular mindfulness app to promote positive mental health * Paid parental leave * Season ticket loan and a cycle-to-work scheme * Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for * Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials. * Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts, and more. * Independent financial advice and free standard professional mortgage broker advice * Talent acceleration programs: Fast-track your career with our tailored development programs designed to support growth at whatever stage of your career * Private Medical Insurance * Critical Illness Cover * Restricted Stock Units About us Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 350 million reviews and 60 million monthly active users across the globe, with 149 billion annual Trustpilot brand impressions, and the numbers keep growing. We have more than 1000 employees and we’re headquartered in Copenhagen, with operations in  Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York.  We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.  Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust. Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (talent.acquisition@trustpilot.com) quoting the role you wish to apply for.

Trustpilot

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust!   As the Director of Pricing Strategy, you will hold a key role in designing and executing Trustpilot’s monetisation strategy globally, which underpins the company’s growth. Reporting into the Senior Director of Pricing & Monetisation, your main goal will be the optimization and maintenance of our packaging offering, to ensure that our lineup of products offers the right value to our customers, in alignment with our proposition for our different customer segments and markets.  As we launch new product features, you will work closely with our Product and Product Marketing teams to decide how to best package them in our plans to optimize upgrade rates and revenue generation from new innovations. In addition to this, a key part of the role will  In addition to this, a key part of the role will be future-proofing our monetisation strategy by diversifying our revenue streams. SaaS is constantly evolving and pricing strategies are evolving with it. You will research, design and pilot new monetisation models different and / or additive to the more traditional SaaS subscription model to explore opportunities for innovation that better align the value created for customers to how we price our products and monetise our platform.  An entrepreneurial and curious attitude will be fundamental to being successful in this role, as you will often need to deep dive into different topics and collect different perspectives to scope out potential opportunities. Whilst focusing on long-term strategy development will be critical, the successful candidate will also have a ‘get it done’ attitude with a willingness to go above and beyond to deliver results, keeping different senior stakeholders accountable. This role is cross-functional in nature. You’ll conceptualize, size, and work through initiatives end to end, partnering with teams such as Product, Data Science, Marketing, Product Marketing, Legal, and Finance.  What you'll be doing: * Lead in developing and optimizing our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market.  * Collaborate with Product and Product Marketing to define which new features to develop, and take the lead on deciding how to best package them (e.g. bundling, add-on, tiering, etc.) * Use a combination of your commercial judgment, analytical skills, competitor research, and feedback from our customers and Commercial team to ideate new pricing & monetization models for Trustpilot, to increase our NRR.  * Support the Senior Director for Pricing & Monetization in the yearly annual process for budget setting and company goals.  * Explore net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end-to-end project delivery.  * Constantly monitor market trends, key industry events, established SaaS players, and influencers to bring in an ‘outside-in’ perspective to the business to inform internal efforts.  * Constantly collaborate with your Pricing & Monetisation colleagues to make sure our plans are priced competitively and in accordance with the value we provide to customers. Who you are:  * Proven track record of delivering commercial initiatives, with high visibility within the company, clear ownership and accountability, and proven impact on the business financials. * Experience in highly matrixed companies, ideally in pricing, monetization, or strategy & operations roles, with proven ability to deliver autonomously in fast-paced environments.  * Familiarity with different pricing and subscription models across SaaS and B2B markets, with a deep understanding of how SaaS metrics work and are correlated (NRR, churn, rule of 40, etc.) * Comprehensive stakeholder management skills including the ability to influence senior leaders in your day-to-day interactions. * High levels of curiosity, entrepreneurial mindset, and ability to cope with ambiguity to explore new opportunities, and ‘get it done’ attitude to constantly pursue these opportunities, even in situations where you will need to convince everyone else of why your idea is worth pursuing. * Strong analytical skills and commercial acumen: comfortable creating compelling business cases. WHAT’S IN IT FOR YOU: * A range of flexible working options to dedicate time to what matters to you * Competitive compensation package + bonus * 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated)  * Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community * Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist * Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health * Paid parental leave * Central office with  a laid-back vibe and constant buzz of different languages being spoken everywhere you go It’s complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available - you can opt-in for breakfast and lunch at an affordable price * Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials * Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go-karting, cooking classes, and escape rooms  * Employee discounts to restaurants and shops * Restricted Stock Units   About us Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 350 million reviews and 60 million monthly active users across the globe, with 149 billion annual Trustpilot brand impressions, and the numbers keep growing. We have more than 1000 employees and we’re headquartered in Copenhagen, with operations in  Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York.  We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.  Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust. Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (talent.acquisition@trustpilot.com) quoting the role you wish to apply for.

TransferGo

TransferGo is a growing fintech scale-up on a mission to champion financial freedom with care. We strive to provide tailored, more affordable financial services that make people's hard-earned money go further. Now in our 14th year, with close to 400 employees in offices across Europe and the UK, we’re crafting a brilliant, relevant product that makes a difference in people's lives and the well-being of their families.  We’ve come this far by building a talented, diverse workforce on a fair culture and our strong values. Having this strong team of employees, we can serve those who really need our product to make their lives better.  WHY TRANSFERGO We exist for people in between places — migrants, expats, students, returning families and international professionals building a life abroad while continuing to support life back home. For over a decade, TransferGo has built products for that reality: cross-border transfers, multi-currency accounts, cards, newcomer banking and a growing financial ecosystem serving international communities across multiple markets. As TransferGo evolves beyond remittance into a broader financial platform, growth is no longer only about acquiring new customers. Our next phase of growth will come from helping customers discover more value, build stronger habits, stay engaged longer, adopt more products and become advocates who bring others with them. That's why we're building a dedicated Growth Optimisation function. ABOUT THE ROLE Growth at TransferGo is changing. Historically, growth was driven primarily by acquisition. Tomorrow, growth will increasingly come from activation, engagement, product adoption, referrals, monetisation and customer advocacy. We are looking for the leader who will build that engine. As Director, Growth Optimisation, you will own the systems that turn customers into active users, active users into loyal customers and loyal customers into advocates. You will sit at the intersection of Product, Pricing, Data and Marketing, identifying where growth exists, proving it through experimentation and scaling it across the business. Some weeks you may be redesigning onboarding journeys. Some weeks you may be testing subscription models. Some weeks you may be improving referral economics or building AI-powered lifecycle systems. The common thread is simple: FIND GROWTH. PROVE IT. SCALE IT. You will report directly to the VP Growth & Marketing and work as a peer to the Director of Brand Marketing & Demand and the Growth Intelligence Strategist. Your north-star metric is Incremental MAU. WHAT YOU'LL OWN CUSTOMER GROWTH You will own the systems that help customers discover value faster, build stronger habits and engage more deeply with TransferGo over time. This includes: * CRM and lifecycle strategy. * Activation, engagement, retention and reactivation programmes. * Customer habit formation and long-term value growth. * AI-enabled lifecycle automation and personalisation. Primary KPI: Incremental MAU PRODUCT GROWTH You will be Product's primary growth partner, helping identify and prioritise the opportunities with the greatest impact on customer growth. Working closely with Product, Pricing and Engineering, you will: * Improve onboarding and activation experiences. * Increase conversion across key customer journeys. * Accelerate adoption of cards, multi-currency accounts, subscriptions and future products. * Design and validate growth experiments. * Identify friction and remove barriers to customer success. You won't manage Product teams directly, but you will play a key role in shaping where growth investment happens. Primary KPI: Activation Rate REFERRAL GROWTH You will own TransferGo's referral engine and customer advocacy programmes. Your focus will be turning satisfied customers into active promoters of the business. This includes: * Referral strategy and mechanics. * Referral participation and conversion. * Referral economics and optimisation. * Partnership with local market teams to drive adoption. Primary KPI: Referral-driven Incremental MAU GROWTH SYSTEMS You will build the infrastructure that allows growth to scale. This includes: * Experimentation frameworks and growth roadmaps. * AI-enabled growth systems and automation. * Monetisation and pricing experiments. * Growth measurement, incrementality and attribution. * Growth operating models and prioritisation frameworks. Your goal is to increase the speed at which TransferGo discovers, validates and scales growth opportunities. WHAT SUCCESS LOOKS LIKE Twelve months from now: * Incremental MAU is growing sustainably and predictably. * Activation rates have improved across key customer journeys. * Customers engage more frequently and stay with TransferGo longer. * Referrals have become a meaningful growth channel. * Product and Pricing teams rely on your experimentation engine to guide decisions. * Growth decisions are backed by trusted measurement and clear evidence. * CRM has evolved from a communication channel into a genuine growth engine. * TransferGo is increasingly growing through customer value, advocacy and product adoption — not just acquisition. WHAT WE'RE LOOKING FOR * Experience leading Lifecycle, CRM, Growth, Product Growth or Retention functions within fintech, technology, marketplace or high-scale B2C businesses. * Strong track record building experimentation programmes and scaling growth initiatives. * Deep understanding of activation, retention, customer behaviour and growth economics. * Experience partnering closely with Product teams to drive growth outcomes. * Experience designing and scaling referral or advocacy programmes. * Strong commercial thinking and the ability to connect customer behaviour with business performance. * Excellent stakeholder management across Product, Pricing, Data, Engineering and executive teams. * Comfortable operating in fast-moving, high-autonomy environments. NICE TO HAVE * Experience with subscription products, pricing experiments or monetisation strategy. * Experience building growth measurement or attribution frameworks. * Experience working with international or diaspora audiences. * Practical experience applying AI and automation to growth programmes. WHY THIS ROLE IS EXCITING This is not a traditional CRM role. This is an opportunity to build one of the most important growth functions in the company. You will work at the intersection of customer behaviour, product, pricing, experimentation and growth strategy — helping shape how millions of future customers experience TransferGo. If you're excited by finding growth opportunities others miss, building systems that compound over time and turning customer value into business growth, we'd love to talk. WHAT WE OFFER * Salary range: 24 930PLN–37 000PLN (gross) per month, depending on experience. * Comprehensive Benefits: Including a generous holiday allowance, competitive healthcare insurance, and a wellbeing package from day one. * Annual Development Budget: €1,000 to invest in your personal and professional growth. * Hybrid Working Environment: Flexibility to work from home and in the office, with most team members in the office two days a week. * Pet-Friendly Office: If you’re near one of our offices, bring your furry friend along! * Inclusive Culture: Regular in-person events, fostering a strong sense of community and collaboration. * Empowerment and Ownership: We believe in empowering our people to take initiative and drive meaningful change. At TransferGo, we are committed to the equal treatment of all current and prospective employees. We will not tolerate discrimination on the basis of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity,  marriage, civil partnership or any other protected category. We are proud of our diverse and inclusive culture and we strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join TransferGo. We look forward to meeting you! Please note that all data collected will be handled in accordance with our candidates privacy policy (https://www.transfergo.com/privacy-policy/overview) and will only be used for the purpose of evaluating your candidacy. The data will be securely stored and deleted according to retention timeframe set in the candidates privacy policy. If you have any questions or concerns regarding this, please feel free to reach out by replying or via dpo@transfergo.com